Answers to Questions on Collections and Number of Sales Calls
Practical Wisdom from Kahle Way Sales Systems
"Should salespeople be responsible for collecting?" "Should you deduct commissions from unpaid invoices?" "How many sales calls should a successful salesperson make?" In this podcast, I answer these questions from sales managers. Join me as I dig deeper into these very real, nitty-gritty sales management questions. Get .
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What's a Professional Sales Manager?
Practical Wisdom from Kahle Way Sales Systems
All of us have become what we are, at least in part, to the impact other people have had on us -- some positive and some negative. A professional sales manager is gifted with a rare and precious opportunity -- the opportunity to play a pivotal role in the lives of his charges. Join me in this review of the best sales manager for whom I ever worked. The Sales Leader's Excellence & Influence Course -- learn more
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Should You Take the Next Step with An Executive Roundtable Group?
Practical Wisdom from Kahle Way Sales Systems
The 2020's are without a doubt one of the most turbulent times American businesspeople have ever seen. That means that it is likely that the conclusions, paradigms and core beliefs upon which we based our decisions as recently as two years ago are likely to be obsolete today. One solution to keeping up with changing times is an executive roundtable.
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Do You Have a Professional Sales Force?
Practical Wisdom from Kahle Way Sales Systems
“I wish I had a more professional sales force.” That’s one of the common laments I hear from sales leaders. Let’s take a look at what it really means, why it is such a common malady, and what you can do about it.
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Are You Fuzzy or Focused?
Practical Wisdom from Kahle Way Sales Systems
The world is full of people who are fuzzy in their thinking. Moving from fuzzy to focused can make everything better.
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Multi-tasking, Focus, and Other Stuff
Practical Wisdom from Kahle Way Sales Systems
When you give a proactive salesperson “other stuff” to do, the other stuff will always expand, taking more in time and energy than you anticipated, and rendering the proactive sales efforts to an unacceptable smaller part of the person’s labors. While my focus is salespeople, the disease is rampant in almost every job description. Let’s unpack this. The XI Community. Check it out
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10 Ethical Commandments for Salespeople
Practical Wisdom from Kahle Way Sales Systems
Work with a lot of people, and you have many opportunities to be unethical. Work with a lot of money and the same is true. Put those together, and you have the world of the professional salesperson. Here are ten commandments to help keep you on the straight and narrow. Check out the
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Spend Sales Dollars Wisely
Practical Wisdom from Kahle Way Sales Systems
Over my career as a sales expert, I’ve personally and contractually worked with over 500 sales organizations. I’ve learned some things. Here’s one: Very few chief sales officers have a good handle on the economics of the sales force. And very few entrepreneurs think about the economics of a sales system. Almost everyone can tell you what the amounts of the various categories on a P&L statement indicate. So, sales salaries, expenses, advertising costs, etc. are readily at hand. However, very few...
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How to Master the Ultimate Success Skill for Our Age
Practical Wisdom from Kahle Way Sales Systems
Rapid change is not a phase we're passing through; it's a process in which we're engaged. That means it is likely that the conclusions, paradigms and core beliefs upon which we based our decisions just two or three years ago are likely to be obsolete today. Even more sobering, the conclusions and strategies which we develop today will be obsolete in a couple of years. There is only one strategy that will see us through: Mastering the competency of changing ourselves and our organizations as quickly as the world is changing around...
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Do You Have a Selling System?
Practical Wisdom from Kahle Way Sales Systems
Should your company allow every salesperson to have their own style of selling, or should you have a selling system to which everyone adheres? Let’s dig into this. How to Sell Anything to Anyone Anytime -- The Excellence & Influence Course for Sales Leaders --
info_outlineThe recent proliferation of AI (Artificial Intelligence) has surfaced a lingering issue: If we can create software to increase the capabilities of a computer, can we not create software to increase the capabilities of the greatest computer we know of – our minds? Let’s drill deeply into this.
Menta-Morphosis mind software is in the XI Community. Learn more here.